Merck KGaA

Head of Sales - Academia

Posted On

Dec. 12, 2024

Location

New Delhi, Delhi

Experience Level

E - Professional (10+ years)

Job Type

Full-time

Apply By

Feb. 11, 2025

Job Description

Responsible for achieving Financials & Strategic targets for Academia segment (Government/Public Funded Research Institutes; Universities/Colleges and Hospitals). Manages, coaches, and develops a team of Solution Scientists and account managers to achieve assigned goals. Coaches and develops the team in their career progression. Provides line of sight into business performance through forecasting, reporting and pipeline management. Operates with fiscal responsibility, develops strategic plans, and drives execution. 1. Lead and direct the Sales organization of Academia Segment Responsible for achieving assigned sales goals and execution of strategic commercial initiatives.Develop long-term growth strategy and business plans for assigned markets and product areas.Maintain executive relationships at accounts in the Region or Commercial AreaLead the development of multi-year account plans for assigned accounts.Ensure regional & commercial area resources are enabled to execute business plans and growth strategy.Maintains a deep understanding of the Applications and Areas of Science where Millipore/ Supelco/ Sigma-Aldrich products are used.Design, test, and implement all sales process improvement and marketing initiatives in the region.Directly manage major / critical developing client accounts and coordinate the effective management of all other accounts.Resolve internal sales process related issues (e.g. pricing approvals)Recruit and maintain a talent pipeline.Manage & coach team of direct reports, individual contributors and overlay support.Disseminate winning practices across sales teams.Resolve team-oriented escalations (e.g. sales credit, pay discrepancies and others)Manages a regular cadence of internal meetings and processes to ensure effective execution of growth strategy.Captures VOC and identifies local market trends and communicates internally.Engages in special projects as assigned. Maintain relationship with thought leaders in the academia2. Budgeting and Operating Plans Analyze and evaluate the effectiveness of sales, methods, costs, and results.Develop and manage sales and marketing budgets and oversee the development and management of internal operating budgets.Ensuring and encouraging regular visits and training by product managers for the sales team in region3. Recommend and administer policies and procedures to enhance sales and business operations Participate in the development of new project proposals.Support the planning and development of marketing and communications materials including direct and digital.Oversee the preparation, issuance, and delivery of sales materials, exhibits, and promotion programs.Promote positive relations with partners, vendors, and distributors.Plan and coordinate public affairs, and communications efforts, to include public relations and community outreach. 4. Compliance to Internal Controls and Integrated Management SystemComply with all Internal Control processes and audits. Understand and follow process & procedures laid down in IMS Who You Are:Masters in Life science, Chemistry or any similar allied science is essential.At least 12-14 years of progressive experience within a large establishment with proven experience of handling > 15 Mil Euro business and a large team in last 3-5 years.Deep understanding and knowledge of Academia Segment and sales management Knowledge of market dynamics in Life Science industry (Academia will be preferred), including growth drivers for business.Ability to analyze and resolve or assist personnel in solving complex sales problems, oversee root cause investigations and the preparation of written report of findings.Persuasion and negotiation ability in a global environmentExperience with working within matrix organizations, networking across multiple functional teams, and at all levels.Effective leadership and communication skills (written, oral, listening, presentation)Learning agility Additional Local NeedsPosition will require extensive travel

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